Commercial Account Executive - Mid Market, DACH

Proven success in software sales, ideally in a Mid-market context, managing a varied book of business. Ability to guide customers through the full buying journey, including defining buying criteria, mapping buying processes, and driving clear next steps. Effective communication and interpersonal skills to collaborate with business development, marketing, technical teams, and sales management. Experience documenting and maintaining accurate pipeline data and account plans based on evidence rather than assumptions. Skill in conducting and contributing to win/loss and root cause analyses, and sharing insights to improve team performance and processes. Proficiency in negotiation, presenting to customer stakeholders, and leading commercial discussions to close opportunities. Interest in GitLab, open source software, and preferably familiarity with Git, software development tools, or application lifecycle management. Alignment with GitLab’s values and an interest in contributing from diverse or transferable sales backgrounds, with willingness to travel in line with company policy. Fluent German language skills (required).

Own a broad book of mid-market business, from new prospects to growing existing accounts. Manage the full sales cycle for Mid-market prospects, from discovery and solution alignment through negotiation and close. Support GitLab for Mid Market prospects by clearly articulating our DevSecOps value proposition and aligning it to customer business outcomes. Analyze wins and losses, contribute to root cause analyses, and share insights. Document and maintain accurate buying criteria, buying processes, next steps, and owners to ensure a reliable, evidence-based pipeline. Contribute to improving our sales handbook and processes. Provide account leadership and direction across pre- and post-sales, partnering closely with technical teams and customer success. Represent the voice of the customer by contributing product feedback and ideas to our public issue tracker.